Steinel, Wolfgang; Dreu, Carsten K.W. De; Ouwehand, Elsje; … - In: Organizational Behavior and Human Decision Processes 109 (2009) 1, pp. 67-78
Although constituencies often consist of opposing factions, we know little about the way such opposing factions influence the representative's negotiation strategy. This study addressed this issue: Representatives negotiated as sellers on behalf of a group consisting of hawkish (competitive) and...